Key Account Manager

4 days ago

South Africa Beiersdorf Full time

At Beiersdorf, we want to help people feel good about their skin – and our commitment goes far beyond caring for skin. For 140 years, we have developed innovative skin and body care products for well-known brands such as NIVEA, Eucerin, La Prairie, Hansaplast, and Labello. We act according to our purpose, WE CARE BEYOND SKIN, and take responsibility for our consumers, our employees, the environment and society.

Behind every brand, every product and every accomplishment are our more than 20,000 employees. It is for them that we live an inclusive culture of respect and trust that is strongly aligned with our values – CARE, COURAGE, SIMPLICITY and TRUST. We also embrace diversity by valuing the uniqueness of each individual and being committed to equal opportunities for all.

Your Tasks

Job Purpose

·End to end management of Spar accounts
·Deliver the company targets within selected Accounts
·Drive profit, growth & gain share
·Develop and execute Key Account plans OTIF, evaluate and course correct if necessary

Principle Accountabilities

·General –  Provides effective co-ordination of sales planning, trade investments, relevant NPD and Re-launches between Sales and Customer Marketing ensuring the achievement of brand and customer short and long term objectives
 
·Sales Targets – Accurate forecasting informed by trends, promotional activity, ROS, customer stock holding and monthly Net Sales target achievement
 
·Customer Meetings – Plan and set up meetings with the relevant customer contacts. Prepare monthly & quarterly customer reviews with analysis and recommendations to address risks and opportunities. Document clear actions and discussion points in customer contact report which must be filed and sent to relevant stakeholders (internally & externally) within 72 hrs of customer meeting
 
·Activities – Negotiate customer activities, deals and promotional confirmations in compliance with the agreed ABP signed off at the beginning of each year.  Variations to the plan must be agreed and signed off by the SD. Control and monitor co-op spend and discounts in line with TTC guidelines. Ensure monthly accrual of discounts and spend, in line with monthly forecasting
 
·Assortment – Ensure that all agreed sku's are listed, ranged and available on shelf at all times. Monthly distribution/availability reviews at DC and store level to be monitored
 
·NPD's – Launch NPDs to customers appropriately to ensure that products get listed and ranged across all relevant, targeted stores in a timely and efficient manner.  Take ownership all launches until the NPD is physically on shelf  in all ranged stores
 
·Price Increases – Ensure that PIs are introduced to customers appropriately to ensure that pricing is accepted and facilitated in a timely and efficient manner
 
·Administration – Ensure that all information relating to account responsibility is clearly filed electronically on the BDF Shared drive and/or in paper files.  All files must be kept up to date within specified timelines (Trackers, contact reports, FC etc)
 
·Store Visits – Regularly visit the trade in line with set Scorecard targets, reviewing product on-shelf availability, customer specific issues and competitor activities. Feedback and photographs are to be communicated to relevant stakeholders (National Ops Manager, 3rd Party Sales & Merchandising partner, NSM, Marketing & Sales)
 
·Merchandising relationship – Communicate regularly and clearly with the 3rd Party Sales & Merchandising partner ensuring 100% compliance of agreed activities (promotions, GEs, FSUs, Fwd Share, Sales etc)

·Trading Terms - Negotiate Trading Terms with customers appropriately to ensure agreements are reached within the BDF trading term parameters.
 
·Pricing – Responsible for the implementation within account responsibility of the RSA BDF Price list, trading terms and the financial consequences thereof. Dealing parameters in both depth & frequency must be adhered to at all times. All relevant supporting documentation to be submitted timeously and within guidelines (SPAs, Sallys, Tallys). Liaise with CSO regarding order processing, pricing discrepancies and the resolution of any issues

Your Profile

· BComm Degree or suitable tertiary qualification

· Minimum of 2-4 years Key Accounts experience at an FMCG Company.

· PC/IT:   Computer literate i.e. proficient in Microsoft office (Excel, Word, Power point). Customer and Channel understanding Modern Trade.

Abilities

a) High degree of analytical capability

b) Effective conflict management

c) Strong negotiations skills

d) A "can do" attitude/spirit.


Your responsible recruiter is Akash Sharma. Please apply online via the Beiersdorf Intranet until 19th December 2025.

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